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A groundbreaking book that identifies the current and future trends in sales, based on more than one hundred interviews with senior sales executives and sales experts from the corporate industry and academia across central Europe, the United Kingdom, and the United States.
This book poses the question: What if there was a way that sales forces could help their organization to stay ahead of the competition and innovate? Many organizations featured in this book find ways to do just that. Learn more about their practices, methods, and how they prepare themselves for the future.
Includes a visual framework, cases, and tools to use in your own organization.
- Sales Rank: #2079063 in Books
- Published on: 2014-09-02
- Original language: English
- Number of items: 1
- Dimensions: 8.20" h x .80" w x 8.30" l, .0 pounds
- Binding: Paperback
- 256 pages
About the Author
Régis Lemmens: Régis Lemmens is a consultant, author and teacher on the topic of sales and sales management. He is a partner at Sales Cubes, a sales management consulting firm located in Belgium, that specialises in sales and key accounts management. He is a fellow at Cranfield University in the UK and a he lectures on sales and sales management at the TiasNimbas Business School in the Netherlands.
Bill Donaldson: Bill Donaldson is Research Professor of Marketing at Aberdeen Business School, Robert Gordon University, UK. His research interest are in the management of sales operations including sales automation and customer relationship management.
Javier Marcos : Javier Marcos is a senior lecturer in Sales Management at the Centre for Strategic Marketing and Sales at Cranfield School of Management and an independent consultant. His main areas of expertise are Selling and Sales Management, Organisational Learning and Organisational Development. He emphasises the blend of leading edge research with innovative training methodologies in the delivery of his programmes and the design of consulting and sales coaching assignments.
Most helpful customer reviews
0 of 0 people found the following review helpful.
New Trends for Enterprise Selling Organizations
By Harrison Greene
This book has nailed what is necessary in the future for sales organizations to soar. The reader must understand that the focus here seems to be enterprise sales organizations.
0 of 0 people found the following review helpful.
Five Stars
By Cliente de Amazon
ok
0 of 0 people found the following review helpful.
An approach I didn't expected ! Real great reading
By simon van lierde
Really like the visuals, the content and the way everything is explained.
Highly recommend this book to anyone interested in pushing his selling skills to a new age !
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